Gavin Farr, Sales Manager at D2D Experts, a consultancy firm for door-to-door salespeople, explains how Warmly’s sales engagement, website visitor deanonymization, and buying intent features have accelerated his sales team’s revenue generation.
“Before Warmly, we had literally no insights into customer behavior on our site. Now, we can capitalize on warm leads via AI chat and fire off sales emails that convert at 10x the rate of our normal sequences.”
D2D Experts’ People-First GTM Motion
D2D Experts’ GTM motion is broad-reaching.
They host plenty of in-person events and boot camps and attend numerous other industry conferences and tradeshows.
These in-person efforts are taken care of largely by an outside sales team and dedicated events team, but Gavin’s sales team of 15 also includes 7 SDRs and inside sales reps, who have a very clear progression in mind:
- Get people onto the training platform
- Engage customers in on-sites
- Close a training and consultancy package
Naturally, sales cycles depend on the customer at hand:
“For individuals, sales reps, managers, and so on, sales cycles can literally be one day. But for business owners and senior leaders, where we're doing demos and setups, scheduling on-sites, and so on, we’re talking two weeks to a month.”
That’s still pretty short, in the grand scheme of things, where enterprise sales can be in the range of 6-12 months.
Gavin’s Sales Team Needed To Move Faster
Speed to lead was clearly very important for Gavin and his team, but his tech stack just wasn’t supporting fast response times.
“We’re using Salesforce as our CRM, Outreach for sequencing, and Pronto for internal messaging. It’s all fine, generally speaking, but it was slow. Before Warmly, we were probably getting to requests from prospects in like, 45 minutes at best. We weren’t fast enough.”
And even if the sales reps at D2D Experts could get in front of a customer more quickly, they didn’t have enough data to launch an effective sales conversation.
“We had no insights. People would come to the site and then bounce. Our previous inbound chat solution sucked, and we just weren’t engaging with site visitors. We couldn’t see if people were returning to the site, what content they were viewing, or what kind of interest level they had.”
But once a colleague brought Warmly to Gavin as the solution to increasing speed to lead, that all changed.
Set Up and Rolling In 24 Hours
“I was just brought the solutions that were actually valuable, and that was literally only Warmly. So, the decision was easy, but what I wasn’t expecting was that the implementation process would be just as painless.
As D2D Experts rolled out Warmly, we linked the multiple web pages they have for different products, set up a Slack integration to notify reps when a sales lead is hot, and integrated Outreach and Salesforce to enrich CRM data and trigger outreach playbooks.
“Keegan came out to set it up, integrated everything, embedding messaging and email for us, and even helped us with some outreach tips using his background and experience.
Honestly, it was super easy to learn. We were up and running in just one day.”
3-4 Appointments Booked In The First Day Using Warmly
Speed really was the name of the game for Gavin, who, within the first day of having his team use Warmly, started creating value.
“We got three of four appointments booked just on the first day using Warmly. I remember one prospect that was on the site; they didn’t engage with the AI chat, so I tried the warm chat feature.
We had a brief discussion about pricing, and I closed the deal right there. That probably would have been a lost opportunity without Warmly.”
But our AI chat functionality isn’t the only way Gavin and the team at D2D experts are using Warmly to accelerate revenue growth.
“Warmly has drastically improved our targeting. We can see what companies are looking at our site, as well as which stakeholders within them are engaging and what they’re looking at. Then the sales team gets pinged each time a contact of theirs in Salesforce is on the site, so they can call when the lead is hot.”
Jumping on top of those warm leads right when they’re on the site has clearly been the needle-mover:
- Call answer rates have jumped from 5-10% for cold calling to 30-40% for calls to active prospects
- Sales reps are getting back at least an hour each day through Warmly’s automation functionality
- The team has seen a 50-60% increase in total engagement
- AI-written emails sent via Warmly’s engagement toolset set around 20 appointments a month, something that requires 10x the number of outbound emails sent via their regular sequences
- Total conversion rates have jumped from 2-3% to 13% so far this quarter, which Gavin attributes almost entirely to speed to lead and insights enabled by Warmly.
“The AI email is hands down beating our normal emails. We send around 50 emails a day with Warmly’s AI email. To get the same results, we have to send about 500 emails with the standard cadence.
Between that and the insights on engagement and intent that give us talking points to kick off a live sales conversation, we created $80k in revenue in just 12 days using Warmly.”
Warmly Solves The Speed To Lead Problem For SME Sales Teams
Speed to lead is a problem for almost all sales teams, but small and medium-sized organizations have it the hardest.
They’re out there competing with enterprise beasts. But they often don’t have the tech stack—and certainly don’t have the internal resources—to play ball.
SMEs are losing revenue opportunities simply because they can’t respond fast enough.
We built Warmly to help solve that.
For as little as $1200 a month, you could be:
- Deanonymizing website visitors as they land on your site
- Tracking visitor behavior and content engagement
- Auto-prospecting via LinkedIn and email
- Routing inbound leads to the right sales rep when the prospect is hot
- Initiating live video chats with website visitors and closing deals like Gavin
We’ve even got a free plan, which our client Inbox Pirates used to close a four-figure deal in just two weeks.
Accelerate your sales pipeline and enhance your speed to lead. Get started for free today.